Guide to Organic Marketing and Trade How-to Publications potx

United States
Department of
Agriculture

Or
g
anic A
g
ricultural Products:

Marketing and Trade Resources, Guide 3

Guide to Organic Marketing and
Trade How-to Publications

Compiled by Mary V. Gold
Alternative Farming Systems Information Center
National A
g
ricultural Librar
y

Agricultural
Research
Service

Alternative Farming Systems
Information Center

USDA, ARS, National Agricultural Library
Beltsville MD 20705-2351 January 2008

Organic Agricultural Products: Marketing and Trade Resources Series
This research guide is one of seven in a series. Each guide is a subject-oriented compilation that focuses
on a separate type of information or research source. Sources cited in each guide were selected based on
their applicability to U.S. organic production and enterprises; ready availability, especially those that are
free and online; and timeliness - most sources were created or updated within the past five years.
These compilations are not intended as definitive guides to Federal regulations and rules or to
developing a fail-proof business or marketing plan. They will, however, lead the researcher to primary
resources and agencies that impact organic marketing, import or export enterprises. Research beyond
cited sources, for any marketing or trade project, is highly recommended.
Although every effort has
been made to provide the most current and correct information available, the author and the National
Agricultural Library assume no liability for the accuracy or completeness of the information resources

presented.
Titles in this series are:
1. Guide to U.S. Organic Marketing: Laws and Regulations
U.S. Federal laws and regulations; state laws and regulations pertinent to marketing organic products;
other organic-related certification programs; selected background documents about U.S. standards;
general Federal food-related labeling and regulatory programs and information; general state food-
related labeling and regulatory programs and information; related food safety resources

2. Guide to International Trade in Organics: Laws and Regulations
Exporting and importing organic products - U.S. regulations and information sources; selected
international organic-specific law and policy sites; general U.S. export and import regulations,
certifications and information; selected international general food law and policy sites

3. Guide to Organic Marketing and Trade How-to Publications
Organic-specific marketing guides; direct farm marketing guides; selected general agricultural
marketing guides; selected organic business guides and enterprise budgets

4. Guide to Organic Marketing and Trade Research Tools Online
Internet portals, cyberguides and news services; business directories and commodity trading sites;
organic price indexes; literature guides: catalogs, bibliographies and bibliographic databases
5. Guide to Organic Marketing and Trade Periodicals, Calendars and Trade Shows
Trade and marketing magazines and e-zines; market research journals; selected events calendars and
organic food trade shows
6. Guide to Organic Market, Industry and Consumer Studies (2004-2008)

Bibliography of publications with links to abstracts or full text
7. Guide to Organic Marketing Support Organizations
Selected national support groups and resources; where and how to find additional support

These guides are available online at

For more information, or to request print copies, contact the Alternative Farming Systems Information
Center – details on the back panel of this publication.



Organic Agricultural Products: Marketing and Trade Resources, Guide 3

ii
Guide to Organic Marketing and Trade How-to Publications

Table of Contents



Marketing Guides for Organic Producers 1
Marketing Guides for Organic Retailers 4
Selected Direct Marketing Guides 5
Selected Guides to International Trade 10
Selected Guides to Small Business and Market Development 12

Selected Crop/Enterprise Budgets 16
Index to Titles 19
Index to Authors 21
About the Alternative Farming Systems Information Center 23
Disclaimers 23

Guide to Organic Marketing and Trade How-to Publications
iii
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
iv
Guide to Organic Marketing and Trade How-to Publications
Marketing Guides for Organic Producers

The publications listed in this section were produced primarily for small-scale growers and
livestock producers, and refer specifically to the marketing of organic products. They provide
background and guidance to beginning as well as experienced agricultural entrepreneurs. Please
check other AFSIC Guides in this series for additional resources that can help in developing and
implementing marketing strategies.
1. Certification and Labeling Considerations for Agricultural Producers, by Russell Tronstad, Ramiro Lobo,
Wendy Umberger, Stuart T. Nakamoto, Kynda R. Curtis, Larry Lev, DeeVon Bailey, Ruby Ward and Chris Bastian.
Western Extension Marketing Committee/University of Arizona, CALSmart, 2005. 56p.
Full text:
(accessed 12/18/07)
2. Certification Archives: Questions about Handling.
New Farm. Note: Answers developed by The New Farm® Answer Team.

Full text:
(accessed 12/20/07)
3. Certification Archives: Questions about Labeling.
New Farm. Note: Answers developed by The New Farm® Answer Team.
Full text:
(accessed 12/20/07)
4. Cyber-Help for Organic Farmers: Learning Marketing.
Cyber-Help for Organic Farmers; Certified Organic Associations of BC [Canada].
Full text (multiple documents):
(accessed
12/18/07)
5. Emerging Agricultural Markets Team.

University of Wisconsin Extension Agriculture Program.
Full text (multiple documents):
(accessed 12/18/07)
Description: Dozens of online fact sheets focus on direct marketing, working with customers, value-added
enterprises, farm financial management and organic production.
6. “Evaluate your Organic Grain Marketing Opportunities,” by Darcy Maulsby.
New Farm (2003).
Full text:
(accessed 12/12/07)
Description: From “Talking Shop” column, Upper Midwest Organic Conference, Wisconsin, Feb. 27-Mar. 1, 2003.
7. Flower Farmer: An Organic Grower’s Guide to Raising and Selling Cut Flowers, by Lynn Byczynski. Revised
edition.

Chelsea Green Publishing, 2008. 234p.
Information/abstract only:
(accessed 12/18/07)
8. Good Food, Good Business.
Arnold Creek Productions, 2006. Note: DVD-Video, 26 mins.
Information/abstract only (including Quicktime trailer):

(accessed 1/09/08)
Description: Information about organic and local food business. Models for growers, CSAs, restaurants and grocers.
9. Herbal Harvest: Commercial Organic Production of Quality Dried Herbs, by Greg Whitten. 3rd edition.
Bloomings Books (Australia); distributed by Chelsea Green Publishing, 2004. 556p.
Information/abstract only:

(accessed 12/12/07)
Guide to Organic Marketing and Trade How-to Publications
1
10. If your Farm is Organic, Must it be GMO-Free? Organic Farmers, Genetically Modified Organisms, and the
Law, by Jill E. Krueger.
Farmers’ Legal Action Group, Inc., September 2007.
Full text:
(accessed 12/12/07)
Description: “This article examines requirements to avoid the use of genetic engineering that affect crop and
livestock farmers who are certified organic, or who wish to become certified organic. The article also briefly
addresses handling requirements as they apply to organic farmers. The article is concerned primarily with issues
related to organic certification, but it concludes with a brief discussion of the ways in which sales contracts may

impose responsibilities upon farmers that differ from the requirements for organic certification.” [Publisher’s
summary]
11. International Organic Inspection Manual, by James A. Riddle and Joyce E. Ford.
Independent Organic Inspectors Association (IOIA); International Federation of Organic Agriculture Movements
(IFOAM), 2000. 264p. Note: Available in English and Spanish.
Information/abstract only:
(accessed 12/12/07)
12. “The Key to Successful Direct Marketing: Use your Head!” by Laura Sayre.
New Farm (2003).
Full text:
(accessed 12/12/07)
Description: Report from the 5th Annual Future of Our Food and Farms Summit, advanced course in direct

marketing.
13. New Mexico Organic Producer Marketing Guide.
New Mexico Organic Commodity Commission, 2004. 56p.
Full text:
(accessed 12/18/07)
14. Organic Certification, Farm Production Planning, and Marketing, by Mark Gaskell, Richard Smith, Calvin
Fouche, Steven T. Koike and Jeff Mitchell.
University of California, Division of Agriculture and Natural Resources, Vegetable Research and Information
Center, 2006. 4p. (Organic Vegetable Production in California, 7247).
Full text:
(accessed 12/12/07)
15. The Organic Farmer’s Guide to Marketing and Community Relations, by Rebecca Bosch; illustrated by

Jocelyn Langer.
Northeast Organic Farming Association (NOFA), Interstate Council, 2004. 96 p. (Organic Principles and Practices
Handbook Series) Note: Includes a comprehensive resource section.
Information/abstract only:
(accessed 2/25/08)
16. Organic Farming Practices: 2007 Insurance Fact Sheet.
U.S. Department of Agriculture, Risk Management Agency (RMA), 2006. (A Risk Management Agency Fact Sheet)
2p.
Full text:
(accessed 2/25/08)
Description: Explains coverage availability, definitions and application procedures.
17. “Organic Marketing and Economics.” In Organic Farming Compliance Handbook: A Resource Guide for

Western Region Agricultural Professionals, by Brian Baker, Sean L. Swezey, David Granatstein, Steve Guldan and
David Chaney.
University of California, Sustainable Agriculture Research and Education Program (SAREP), 2005?
Full text:
(accessed 12/12/07)
18. Organic Marketing and Labeling: Online Publications.
ATTRA - National Sustainable Agriculture Information Service, 2003-2007.
Full text (12 publications):
(accessed 12/12/07)
Description: Titles include: Organic Farm Certification and the National Organic Program; Organic Certification
Process; NCAT’s Organic Crops Workbook - A Guide to Sustainable and Allowed Practices; NCAT’s Organic
Livestock Workbook – A Guide to Sustainable and Allowed Practices; National Organic Program Compliance

Organic Agricultural Products: Marketing and Trade Resources, Guide 3
2
Checklist for Producers; National Organic Program Compliance Checklist for Handlers; Organic Orchard,
Vineyard, and Berry Crop Documentation Forms; Organic Field Crops Documentation Forms; Organic Livestock
Documentation Forms; Preparing for an Organic Inspection: Steps and Checklists; Marketing Organic Grains.
19. Organic Marketing Resources, by Holly Born.
ATTRA - National Sustainable Agriculture Information Service, 2004. 13p.
Full text:
(accessed 12/12/07)
Description: Chapters in this guide include: “Federal Crop Insurance for Organic Farmers;” “Sources of Organic
Market Price Information;” “Sources of Information on the Organic and Natural Foods Markets;” “Processors;”
“Retailers;” “Consumers;” “Finding Buyers;” “Directories;” “Internet Trading Sites;” and “Not Strictly Organic, But

Useful.”
20. Organic Marketing Resources.
Midwest Organic and Sustainable Education Service (MOSES), 2006.
Full text (multiple documents):
(accessed 12/12/07)
Description: Full text fact sheets from Midwest Organic and Sustainable Education Service (MOSES) and from
University of Wisconsin Extension Emerging Ag Markets Team.
21. Pathway to Organic for Producers: Marketing.
How to Go Organic; Organic Trade Association (OTA).
Full text (multiple documents):
(accessed 12/18/07)
Description: Directory of Web resources: “Organic Buyers,” “Deciding What To Raise,” “Direct and Retail Sales,”

“Institutional Sales,” “International Markets,” “Cooperatives,” “Marketing Information and Data,” “Negotiating
Contracts,” “Value-Added Enterprises,” and “Wholesale Sales.”
22. “Phil Foster Ranches: A Case Study of an Organic Vegetable Farm,” by William J. Brown.
Journal of Agribusiness 20, no. 2 (2002): pp. 175-196.
Full text:
(accessed 12/12/07)
Description: Includes enterprise budgets.
23. Selling Certified Organic Produce to Retail Produce Markets in the Upper Midwest, by Laurie S. Z.
Greenberg.
University of Wisconsin, Center for Integrated Agricultural Systems (CIAS), 2000. 18p.
Full text:
(accessed 12/12/07)

24. Small Organic Farms and Local Markets: How to Assess Organic Compliance: A Tool for Market Growers,
Market Managers, Produce Buyers, Extension Agents, and Others, by George Kuepper.
Kerr Center for Sustainable Agriculture, 2007. 38p.
Full text:
(accessed
1/09/08)
25. “Strategic Marketing Decisions for Organic Agricultural Producers,” by Jon C. Phillips and H. Christopher
Peterson.
International Food and Agribusiness Management Review 10, no. 1 (2007): pp. 100-114.
Full text:
(accessed 1/09/08)
Description: “A group of organic agricultural producers facing a strategic decision is featured. If they decide to form

an organization to market their produce jointly, they will have to select a distribution channel. This case presents the
demand conditions, requirements, advantages, and disadvantages of different distribution channels for organic
vegetables, both on a general level and as they relate to this particular group. The following channels are addressed:
roadside stands, farmers’ markets, distributors, retailers, restaurants, institutions, and processors. Study questions for
use in an academic course or workshop are included.” [Journal abstract]
26. “Veggie Farmers’ Marketing 101,” by Melanie DeVault and George DeVault.
New Farm (August 21, 2003). Note: Tenth article in the series: Nuts and Bolts and Dreams: A Beginner’s Guide to
Farming.
Full text:
(accessed 12/12/07)
Guide to Organic Marketing and Trade How-to Publications
3

Marketing Guides for Organic Retailers
The guides in this section were produced primarily for organic and natural food retailers. They
include publications that provide general as well as market-specific guidance. How-to information
for retailers is still limited; however, it is increasingly found within general marketing and trade
publications. Please see listings for conventional and natural food trade publications in Guide 5 of
this series, Guide to Organic Industry and Government Sources: Reports, Data and Analysis.
27. Adding Value through Environmental Marketing: Opportunities for Food Producers, Processors and
Retailers.
Institute for Agriculture and Trade Policy (IATP), 2000. 258p.
Full text:
(accessed 12/12/07)
Description: 14 presentations from Conference Proceedings, December 6-7, 1999, Madison, WI.

28. “Behind the Label: A Guide for Retailers.”
Natural Foods Merchandiser (August, 2003). Note: 16-article Supplement.
Full text:

(accessed 12/12/07)
29. Good Organic Retailing Practices Training Manual.
Organic Trade Association (OTA), 2002? 290p.
Information/abstract only:
(accessed 12/12/07)
Description: “Manual was developed in association with the Independent Organic Inspectors Association and OTA
staff to meet the needs of your store’s organic retail operations. In addition to general handling practices, the manual
specifically addresses Fresh Produce, Bulk Foods, Meats and Prepared Foods (Deli, Bakeries and Juice Bars) and

Pre-packaged Groceries departments. You will receive a comprehensive training manual and CD (including a copy
of GORP) containing all the necessary forms and checklists.” [Web site]
30. Handbook of Organic Food Processing and Production, by Simon Wright and Diane McCrea. 2nd edition.
Blackwell Science (UK), 2000. 238p. Note: Currently out of print but may be available at libraries and through used
book sellers. (verified 12/12/07)
Description: Chapters include: “International Legislation and Importation, Fruit and Vegetables;” “Organic Meat
and Fish: Production, Processing and Marketing;” and “Organic Dairy in the United States.”
31. “Merchandising Organic Products,” by Clark F. Driftmier.
Gourmet Retailer (May 01, 2005).
Full text:

(accessed 12/18/07)

32. The National Organic Standards and Retailers.
Organic Trade Association (OTA), 2003.
Full text:
(accessed 12/20/07)
Description: Questions and answers covering: overall retailer responsibility, stream of commerce, contamination,
commingling, cleaners and pest control, general cutting and packaging, record-keeping, and labeling and the USDA
Organic seal.
33. Natural Products Field Manual, by Bob Burke and Rick McKelvey. 3rd edition.
Natural Products Consulting Institute, 2006.
Information/abstract only:
(accessed 12/12/07)
Description: “38 chapter, 3 volume guide on ‘how to go to market;’ CD-ROM with over 7,200 natural products

stores directory of natural buyers in mainstream grocery stores, directories of brokers and distributors, budget
models, new item forms, PR Media List and customer logos; comprehensive ‘do it yourself’ chapter on public
relations includes complete media list with contacts.” [Web site]
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
4
34. Pathway to Organic for Processors: Marketing and Sales.
How to Go Organic; Organic Trade Association (OTA).
Full text (multiple documents):
(accessed
12/18/07)
Description: Directory of Web resources: general information and data, domestic and international.
35. “Retailing Organics: Your Gatekeeping Guide,” Natural Foods Merchandiser (September, 2006).

Full text:

(accessed 1/09/08)

Selected Direct Marketing Guides
Most organic growers use farm direct marketing channels for at least a portion of their sales.
Farmers’ markets, Community Supported Agriculture (CSA), and sales to schools, hospitals,
restaurants and other institutions are growing in popularity with both producers and consumers.
36. “The ABCs of Marketing to Restaurants,” by Michelle Frain.
New Farm (2002).
Full text:
(accessed 12/12/07)

37. Approaching Foodservice Establishments with Locally Grown Products.
University of Nebraska-Lincoln, Food Processing Center, 2003. 39p. Note: Prepared for the North Central Initiative
for Small Farm Profitability.
Full text:
(accessed 12/18/07)
Description: Report “summarizes the initial findings of a survey of members of the Chefs Collaborative
organization The purpose of this research and the following report is to 1) use the expertise gained by members of
the Chefs Collaborative organization in order to help producers market their products to the foodservice industry and
2) to examine the opportunities and obstacles producers may encounter when approaching a restaurant or institution
with locally grown products.” [From Executive Summary]
38. Bringing Local Food to Local Institutions: A Resource Guide for Farm-to-School and Farm-to-Institution
Programs, by Barbara C. Bellows, Rex Dufour and Janet Bachmann.

ATTRA - National Sustainable Agriculture Information Service, 2003.
Full text:
(accessed 1/09/08)
Description: This publication provides farmers, school administrators, and institutional food-service planners with
contact information and descriptions of existing programs that have made connections between local farmers and
local school lunchrooms, college dining halls, or cafeterias in other institutions. To help communities initiate similar
programs, this publication includes: resource lists of publications on how to initiate and manage local food
programs, funding and technical assistance sources, and provisions of the 2002 Farm Bill that support farm-to-
school and other community food programs.
39. Community Foods.
Kerr Center for Sustainable Agriculture, 2005.
Full text:

(accessed 12/18/07)
Description: Information and articles about local and direct marketing enterprises.
40. Considering Selling Value-Added Products at Shopping Malls: Not a Straightforward Issue, by Anne Dalton
and Rob Holland.
University of Tennessee, Center for Profitable Agriculture, 2003. 2p. (CPA Info, 77).
Full text:
(accessed 12/18/07)
Guide to Organic Marketing and Trade How-to Publications
5
41. The Crunch Lunch Manual: A Case Study of the Davis Joint Unified School District Farmers Market Salad
Bar Pilot Program and a Fiscal Analysis Model, by Renata Brillinger, Jeri Ohmart and Gail Feenstra.
UC Sustainable Agriculture Research and Education Program, 2003. 61p. Note: Part of “From Farm to School:

Improving Small Farm Viability and School Meals” in conjunction with researchers at Occidental College, Center
for Food and Justice. Funded by the Initiative for Future Agriculture and Food Systems, USDA.
Full text: (accessed 2/21/08)
42. CSA Resources for Farmers: Selected Books, Reports, Articles, Periodicals and Videos Focusing on the
Business of CSA Farming, by Mary V. Gold.
Alternative Farming Systems Information Center (AFSIC), National Agricultural Library, 2006.
Full text:
(accessed 12/18/07)
Description: Links to full text resources.
43. Direct Farm Marketing and Tourism Handbook.
University of Arizona, Department of Agricultural and Resource Economics, 2000.
Full text:

(accessed 12/18/07)
44. Direct Marketing Options: Online Publications.
ATTRA - National Sustainable Agriculture Information Service, 2003-2007.
Full text (8 publications):
(accessed 12/12/07)
Description: Titles: Bringing Local Food to Local Institutions: A Resource Guide for Farm-to-School and Farm-to-
Institution Programs; Community Supported Agriculture; Direct Marketing; Entertainment Farming and Agri-
Tourism; Farmers’ Markets; Selling to Restaurants; Local Food Directories; Nuevos Mercados para Su Cosecha
45. “E-Commerce for Farmers: Yes, You Can!” by Michelle Frain.
New Farm (2003).
Full text:
(accessed 12/12/07)

46. Face to Face Farming and Eating: Personal Relationships in Alternative Food Systems, by Mary
Hendrickson.
University of Missouri Outreach and Extension, Food Circles Networking Project, undated. 4p.
Full text:
(accessed 12/18/07)
47. Farm Direct Marketing: Guide to Educational Resources, by David Chaney, Gail Feenstra and Jeri Ohmart.
University of California, Sustainable Agriculture Research and Education Program (SAREP); Sustainable
Agriculture Research and Education (SARE), 2004.
Full text:
(accessed 12/18/07)
Description: “This annotated listing includes practical, high quality resources such as print publications, videos, and
Web resources ” [Web site]

48. Farm Fresh: Direct Marketing Meats and Milk, by Allan Nation.
Green Park Press, 2003. 251p.
Information/abstract only:
(accessed 12/18/07)
49. Farm to Hospital: Supporting Local Agriculture and Improving Health Care, by Moira Beery and Kristen
Markley.
Center for Food and Justice; Community Food Security Coalition (CFSC), 2007. 6p.
Full text:
(accessed 1/09/08)
Description: “This brochure introduces interested farmers and hospital food service departments to the ins and outs
of developing partnerships between hospitals and local farms. Included are examples of ways hospitals can improve
the food they offer, issues for farmers to consider if they are interested in selling products to area hospitals, and

specific case studies of successful programs.” [Web site]
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
6
50. Farmer Resource Guide: Managing Risk Through Sales to Educational Institutions, by Community Food
Security Coalition and Center for Food and Justice Occidental College.
Community Food Security Coalition (CFSC), 2004.
Information/abstract only:
(accessed 1/09/08)
Description: “An extensive compilation of resources that address the many different issues within farm to
institutional purchasing projects, including how to approach food service directors, how to organize supply and
distribution of the products, characteristics of different institutions, pricing issues, and several case studies of
different types of farm to institution projects.” [Web site]

51. Farmers and their Diversified Horticultural Marketing Strategies, by Vern Grubinger.
University of Vermont Extension, 1999. Note: VHS Video, 49 mins.
Information/abstract only:
(accessed 1/17/08)
Description: An educational video featuring 8 farms in 4 northeastern states. Emphasis is on direct marketing
enterprises.
52. Farmers’ Market Handbooks.
Wallace Center at Winrock International, 2007.
Full text:

Description: Download two handbooks: Getting Started with Farmers’ Markets (26p.) and Recruiting Vendors for a
Farmers’ Market (22p.).

53. Farmers Market Resource Guide.
USDA, Agricultural Marketing Service (AMS); Farmers Market Consortium, 2006.
Full text:
(accessed 12/18/07)
Description: The Farmers Market Consortium is a public/private sector partnership consisting of several USDA
agencies, the U.S. Department of Health and Human Services, the Ford Foundation, the Kellogg Foundation, the
Project for Public Spaces, and several farmers market non-profit groups. “The Resource Guide promotes a free flow
of information between the programs that support farmers markets. It is divided into four types of projects: market
development, producer training and support, consumer education and access, and market promotion.” [Web site]
54. Farmers Markets and Small Farm Marketing Strategies Project: Case Studies.
University of California, Sustainable Agriculture Research and Education Project (SAREP), 2003.
Full text:

(accessed 12/18/07)
Description: “The case studies above highlight the specific ways in which two particular markets have helped
vendors prosper and enrich their communities.” [Web site]
55. Farmers’ Markets Rules, Regulations and Opportunities, by Neil D. Hamilton.
National Agricultural Law Center, 2002. 47p.
Full text:
(accessed 12/18/07)
Description: “The purpose of this study is to examine the structure and operation of farmers’ markets in the United
States, giving special attention to the legal and regulatory issues that may shape their operation. By looking at the
rules and regulations markets use and by considering issues markets experience, it is possible to identify the most
important challenges vendors and managers of markets may face. It is also possible to make some common sense
suggestions on how markets can best address and resolve issues while maintaining their friendly and relatively

informal nature. The goal of this article is to provide a resource that will be valuable for farmers considering a
farmers’ market, to vendors now selling at them, to the organizers and managers who run markets, and to those
thinking about creating new markets.” [Web site]
56. How to Direct-Market Farm Products on the Internet, by Jennifer Claire V. Klotz.
USDA, Agricultural Marketing Service (AMS), Transportation and Marketing Programs, Marketing Services
Branch, 2002. 50p.
Full text:
(accessed 12/18/07)
Description: This publication provides basic information and suggestions for direct farm marketers on selecting and
tailoring a Web site to meet their marketing needs and goals, including: reasons for considering using the Web for
direct farm marketing; how to develop a marketing plan; how to research the market; how to set up and market the

Guide to Organic Marketing and Trade How-to Publications
7
Web site. References are cited to enable producers to undertake additional research on Internet marketing. Feedback
from producers who use the Internet is included to demonstrate the challenges and the benefits of using this
marketing tool.
57. How to Direct Market your Beef, by Jan Holder.
Sustainable Agriculture Network (SAN), 2005. 96p. (Handbook Series, 8).
Full text:
(accessed 12/18/07)
Description: Practical tips for selling grass-raised beef to direct markets.
58. “The Internet is a Farming Tool.”
ATTRA News 13, no. 5 (September-October 2005).

Full text:
(accessed 1/09/08)
Description: “The World Wide Web, listservs, and electronic newsgroups let community-based producers see what
others are doing and share ideas. Web sites allow them to tell the stories of their farms and products to people all
over the world. E-mail is an efficient and widely accepted way to contact colleagues and customers. This issue of
ATTRAnews shows how farmers are using these new tools to build community-based sustainable agriculture.”
[Introduction]
59. Legal Guide for Farm Marketers, by Neil D. Hamilton.
Drake University Agricultural Law Center, 1999. 235p.
Information/abstract only:
(accessed
12/18/07)

60. Linking Farms with Schools: A Guide to Understanding Farm-to-School Programs for Schools, Farmers and
Organizers, by Marion Kalb, Kristen Markley and Sara Tedeschi.
Community Food Security Coalition (CFSC), 2004.
Information/abstract only:
(accessed 1/09/08)
Description: Details the benefits, challenges, and strategies for success for building successful farm to school
projects and includes case studies of innovative projects and an extensive resource list.
61. Managing the Liability and Risks of Farm Direct Marketing and Agritourism.
Community Agricultural Development Center, undated.
Full text (multiple documents):
(accessed
12/18/07)

Description: “These documents cover the three main things that might get farmers/ranchers into trouble: premise
liability, product liability, and employment and labor. These documents present the issues inherent with each area of
liability and give ways the farmer/rancher can reduce the possibility of liability for harm to the consumer.” [Web
site] This project was funded through a partnership with the U.S. Dept. of Agriculture Risk Management Agency.
62. Marketing Fact Sheets.
Alberta Agriculture and Food, 1999-2003.
Full text (multiple documents):

(accessed 12/18/07)
Description: Emphasis on direct marketing practices. Series includes “Organic Agriculture: Getting Started,” and
“Direct Marketing Meats.”
63.

Marketing on the Edge: A Marketing Guide for Progressive Farmers.
Canadian Farm Business Management Council, 2002. 162p.
Information/abstract only:
(accessed 2/21/08)
64. Marketing to Independent Retailers, by Debbie Roos.
North Carolina Cooperative Extension, 2007.
Full text:
(accessed 1/09/08)
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
8
65. Marketing to Restaurants, by Debbie Roos.
North Carolina Cooperative Extension, 2007.

Full text:
(accessed 1/09/08)
66. The New Farmers’ Market: Farm-Fresh Ideas to Make Market Sales Sizzle, by Eric Gibson, Vance Corum
and Marcie Rosenzweig.
New World Publishing; Sustainable Agriculture Network (SAN), 2001. 272p. Note: Published in collaboration with
the Sustainable Agriculture Research and Education program (USDA).
Information/abstract and excerpts:
(accessed 12/18/07)
67. Safe Sell Dairy: Creative Ways to Sell Dairy Products Safely at Farmers’ Markets, by Courtney Haase.
Nunsuch, 2004. 76p.
Information/abstract only:
(accessed 12/18/07)

Description: “Contains information on various aspects of direct selling. Legal, presentation and food safety issues
are discussed and many innovative suggestions are recommended.” [Web site]
68. Selling Directly to Restaurants and Retailers, by Gail Feenstra, Jeri Ohmart and David Chaney.
University of California, Sustainable Agriculture Research and Education Program (SAREP), 2003. 5p.
Full text:
(accessed 12/18/07)
69. Selling Local Food to Restaurants and Food Services: Why and How.
University of Missouri Outreach and Extension, Food Circles Networking Project, undated. 1p.(Report Brief Note:
Adapted from Midwest Food Alliance.
Full text:
(accessed 12/18/07)
70. Selling Produce to Restaurants: A Marketing Guide for Small Acreage Growers, by Diane Green.

Greentree Naturals, 2006? 96p.
Information/abstract only:
(accessed 1/17/08)
71. Selling Strategies for Local Food Producers, by Bill McKelvey, Mary Hendrickson and Joe Parcell.
University of Missouri Extension, 2007.
Full text:
(accessed 2/21/08)
72. Selling to Institutions: An Iowa Farmer’s Guide, by Robert Luedeman and Neil D. Hamilton.
Drake University Agricultural Law Center, 2003. 24p.
Full text:
(accessed 1/09/08)
73. Selling your Products through Mail Order.

Massachusetts Department of Agricultural Resources, Bureau of Markets, 2003.
Full text:
(accessed
12/18/07)
74. Sharing the Harvest: A Citizen’s Guide to Community Supported Agriculture, by Elizabeth Henderson, with
Robyn Van En and Joan Dye Gussow. Revised and expanded edition.
Chelsea Green Publishing, 2007. 320p.
Information/abstract only:
(accessed 2/22/08)
Description: Chapters cover many topics including: Creating a CSA, Nurturing a solid core group, Labor, Sharers on
the farm, Money matters for CSAs, Legalities, To certify or not to certify?, Community and communications,
Combining CSA with other markets, Regional networking for farm-based regional development, Multifarm CSAs,

and CSAs that quit.
75. Some Thoughts on Selling at Markets, by Nina Planck.
Author, revised 2006. 10p. Note: Other title: Tips on Selling Local and Traditional Food at Markets.
Full text:
(accessed 2/25/08)
Guide to Organic Marketing and Trade How-to Publications
9
76. Successfully Direct Marketing Grass-Based Meat: Lessons from Three Iowa Farm.
Leopold Center for Sustainable Agriculture, 2005. Note: Includes feasibility study, consumer surveys and case
studies.
Full text:
(accessed 1/09/08)

Description: “This competitive grant [M17-2004] from the Leopold Center Marketing and Food Systems Initiative
allowed Practical Farmers of Iowa to work with Food Alliance Midwest in 2004 and 2005 to help farmers from
grass-fed operations better market their products. The project included a feasibility study of marketing sustainable
meat products through cooperative buying clubs and CSAs, workshops on direct marketing for farmers and
processors in northeast and southwest Iowa, and case studies of three Iowa farms.” [Web site]
77. Teaching Direct Marketing and Small Farm Viability: Resources for Instructors, by Albie Miles and Martha
Brown.
Center for Agroecology and Sustainable Food Systems (CASFS), 2005.
Full text:
(accessed 12/18/07)
Description: “This instructor’s resource features class and field demonstration outlines, trainee exercises, and
resource materials, with a focus on CSA. The manual can be used in a classroom setting or adapted for other training

formats, such as short courses, conferences, and field days.” [Web site] Also available in print format from CASFS.
78. Understanding Farmers’ Market Rules, by Jess Anna Speier and Jill E. Krueger.
Farmers’ Legal Action Group, Inc., August 2006.
Full text:
(accessed 12/12/07)
Description: “Even though the details of farmers’ market rules may differ from market to market, there are a few
commonly used rules that most often give rise to misunderstandings. The focus of the booklet is on preventing
problems by improving understanding of market rules. The booklet offers practical suggestions farmers can follow
to try to resolve problems that may arise. It also gives ideas on how to learn about other requirements that may apply
to sales at a farmers’ market including federal, state, and local laws.” [Publisher’s summary]
79. Western Profiles of Innovative Agricultural Marketing: Examples from Direct Farm Marketing and Agri-
Tourism Enterprises, by Russell Tronstad.

Western Extension Marketing Committee/University of Arizona, CALSmart, 2004. 128p. (Publication AZ1325).
Full text:
(accessed 12/18/07)
80. What is Farm to School?
National Farm to School Program, 2006.
Full text:
(accessed 12/12/07)
Description: Other full text publications available at this site include case studies and feasibility analyses, evaluation
tools and reports, instructional guides on buying and selling local foods and on how to get started, curricular
resources and more.

Selected Guides to International Trade

Export of organic products from the U.S. involves not only marketing expertise, but knowledge of
evolving regulatory issues at the international level – see Guide 2 in this series, Guide to
International Trade in Organics: Laws and Regulations. Opportunities continue to grow for
certain organic commodities and in some countries.
81. Breaking into the Trade Game: A Small Business Guide to Exporting. 3rd edition.
Small Business Administration (SBA), Office of International Trade, 2005. (U.S. SBA International Publication)
Full text:
/>X.html (accessed 11/17/07)
Description: Chapters: “Making the Export Decision;” “Making the E-Commerce Connection;” “Identifying
International Markets;” “Foreign Market Entry;” “The Export Transaction;” “Export Financing;” “Transporting
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
10

Goods Internationally;” “Strategic Alliances and Foreign Investment Opportunities;” “Glossary.” Also available as a
133 page PDF document,

(accessed 11/17/07)
82. Certification of Organic Foodstuffs in Developing Countries, by Jochen Neuendorff and Ulrich Sabel-
Koschella.
Deutsche Gesellschaft fur TechnischeZusammenarbeit (GTZ), 2001? 47p.
Full text:
(accessed 12/12/07)
Description: The booklet describes the framework for the import of organic products from third countries to the
international marketplaces of the European Union, Japan and the US. The conditions for the recognition of local
certification bodies on the international markets are presented (i.e. ISO-Guide 65/EN 45011). Indications for the

practical implementation of inspections in developing countries are given.
83. Fair Trade: A Beginner’s Guide, by Jacqueline DeCarlo.
Oneworld Publications, 2007. 176p.
Information/abstract and first chapter full text:
/>bin/cart2/commerce.cgi?pid=98&log_pid=yes (accessed 11/27/07)
84. Guidelines for Exporters of Cut Flowers to the European Market.
Commonwealth Secretariat, 2003. 72p.
Information/abstract only:
/>european-market-250-p.aspx (accessed 12/18/07)
Description: A consolidated and updated handbook. Provides guidelines for producers and exporters of cut flowers
to the European Market.
85. Guidelines for Exporters of Fruit and Vegetables to the European Market.

Commonwealth Secretariat, 2003. 72p.
Information/abstract only:
vegetables-
to-the-european-markets-249-p.aspx (accessed 12/18/07)
Description: A consolidated and updated handbook. Provides guidelines for producers and exporters of fresh fruit
and vegetables to the European Market.
86. Guidelines for Exporters of Medicinal Herbs to the European Market.
Commonwealth Secretariat, 2001. 130p.
Information/abstract only:
/>plants-and-extracts-254-p.aspx (accessed 12/18/07)
Description: This publication contains information on markets and market trends, competition, regulatory issues
including quality issues, production within the EU, processing methods, product profiles and useful contacts

including web sites.
87. The Handbook of Organic and Fair Trade Food Marketing, by Simon Wright and Diane McCrea.
Blackwell, 2007. 312p.
Information/abstract only:
(accessed
12/12/07)
88. Marketing Manual and Web Directory for Organic Spices, Herbs and Essential Oils.
International Trade Centre UNCTAD/WTO, 2004. 46p.
Full text:
(accessed 12/18/07)
Description: “This manual builds on information compiled through consultancy and mission seminars in Africa and
South America, as well as other activities carried out under this project. It is designed to address the needs of

producers and exporters in developing countries for specific technical and market information in order to develop
their organic enterprises and to export the products covered to target markets.” [Web site]
Guide to Organic Marketing and Trade How-to Publications
11
89. Trading Opportunities for Organic Food Products from Developing Countries, by René Vossenaar and Els
Wynen.
United Nations Conference on Trade and Development UNCTAD/United Nations, 2004.
Full text:

(accessed 12/12/07)

Selected Guides to Small Business and Market Development

This section includes information about alternative marketing practices and business planning
resources that may be useful to small-scale and organic producers.
90. Adding Value through Sustainable Agriculture Entrepreneurship: Overview and Resources, by Holly Born.
ATTRA - National Sustainable Agriculture Information Service, 2003. 94p.
Full text:
(accessed 12/18/07)
Description: Resources to assist farmers in developing and managing value-added agricultural enterprises and
approaches were compiled under a project funded, in part, by the USDA’s Southern Region Sustainable Agriculture
Research and Education (SARE) Program and the Heifer Project International. National and regional resources are
listed as well as a special section for farmers in the Southern states.
91. Agricultural Business Planning Templates and Resources, by Holly Born.
ATTRA - National Sustainable Agriculture Information Service, 2004. 4p. (ATTRA Publication, RL042)

Full text:
(accessed 1/17/08)
Description: “This resource list contains sources of business planning templates and further resources for
agricultural enterprises. These resources include Internet and print resources as well as training courses and
workshops.” [Web site]
92. Agricultural Marketing.
Pennsylvania State University.
Full text (multiple documents):
(accessed 12/18/07)
Description: Topics: “Commodity Marketing;” “Wholesale Marketing;” “Retail Marketing;” “Community Farmers’
Markets;” “Beginning Farmers;” “Green Industry;” “Processing;” “Business Management;” and “Financial Tools.”
93. Auditing in the Food Industry - from Safety and Quality to Environmental and Other Audits, by Mike Dillon

and Chris Griffith.
Woodhead Publishing Limited (UK), 2001. 232p.
Information/abstract only:
(accessed 12/18/07)
Description: “The food industry faces an unprecedented level of scrutiny. Consumers are not only concerned with
the safety and quality of food products but also the way in which they are produced. At the same time the food
industry has developed new ways of assuring appropriate standards for its products and their methods of production,
developing systems such as TQM and HACCP to identify and manage key steps in production. These new methods
require new skills in auditing. Auditing in the food industry provides an authoritative guide to the range of standards
and the auditing skills they demand.” [Publisher’s Web site]
94. Being the Shopper: Understanding the Buyer’s Choice, by Phil Lempert.
John Wiley and Sons, 2002. 245p. Note: Also available in E-Book format.

Information/abstract only:
(accessed
12/18/07)
95. Building a Sustainable Business: A Guide to Developing a Business Plan for Farms and Rural Businesses.
Sustainable Agriculture Network (SAN); Minnesota Institute for Sustainable Agriculture (MISA), 2003. 277p.
(Handbook Series, 6)
Full text:
(accessed 12/18/07)
Description: “This guide brings the business planning process alive to help today’s alternative and sustainable
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
12
agriculture entrepreneurs transform farm-grown inspiration into profitable enterprises. Sample worksheets lend a

practical perspective and illustrate how real farm families set goals, researched processing alternatives, determined
potential markets, and evaluated financing options. Blank worksheets help the reader develop a detailed, lender-
ready business plan or map out strategies to take advantage of new opportunities.” [Web site]
96. Business Basics for Alberta Food Processors.
Alberta Agriculture, Food and Rural Development, 2001; revised and updated 2007.
Full text (multiple documents):

(accessed 12/18/07)
Description: Publication series to “assist prospective and emerging agri-food processors with helpful business and
marketing information essentials to plan and operate a successful business.” [Web site]
97. Business Development.
Ag Marketing Resource Center.

Full text (multiple documents):
(accessed 1/09/08)
Description: Directory of online resources pertinent to starting and operating a value-added agriculture business
including fact sheets, analysis tools, videos and other educational materials on marketing, exporting, legal and
regulatory issues, budgeting and finance, and risk management.
98. Business Planning and Management: Online Publications.
ATTRA - National Sustainable Agriculture Information Service, 2003-2007.
Full text (5 publications):
(accessed 12/12/07)
Description: Titles: Evaluating a Rural Enterprise; Market Gardening: A Start-up Guide; Moving Beyond
Conventional Cash Cropping; Agricultural Business Planning Templates and Resources; Enterprise Budgets and
Production Costs for Organic Production.

99. Collaborative Marketing: A Roadmap and Resource Guide for Farmers, by Robert King and Gigi DiGiacoma.
Minnesota Institute for Sustainable Agriculture, 2000. (BU-07539)
Full text:
(accessed 12/18/07)
100. Disaster Readiness and Recovery: Legal Considerations for Organic Farmers, by Jill E. Krueger.
Farmers’ Legal Action Group, Inc., 2007. Note: This article is a supplement to Farmers’ Guide to Disaster
Assistance.
Full text:
(accessed 12/12/07)
101. Energy-Efficient Grass-Based Meat and Veal Production and Marketing Manual.
Center for Agricultural Development and Entrepreneurship (CADE), 2003? 54p. Note: A NYSERDA-funded study.
Full text:

(accessed 12/18/07)
102. FARMDOC - Farm Decision Outreach Central.
University of Illinois.
Homepage:
(accessed 12/18/07)
Description: “The goal of the farmdoc Project is to improve farm decision-making under risk through education and
research Publications, decision tools and databases related to a variety of risk management issues are found
throughout the site. Subject matter sections cover finance, marketing and outlook, management, law and taxation,
and policy. Specialty sections are devoted to the AgMAS (Agricultural Market Advisory Services) Project, crop
insurance, farmland owners, prices and weather, and ag web resources.” [Web site]
103. The Farmer’s Legal Guide to Producer Marketing Associations, by Doug O’Brien, Neil D. Hamilton and
Robert Luedeman.

Drake University Agricultural Law Center, 2005.
Full text as posted by National Agricultural Law Center:
(accessed 12/12/07)
Description: “In an effort to pool resources and access markets, many producers are reexamining a tried and true
business strategy – joining together to market their products. Producers from all realms of agriculture can utilize this
strategy, whether it is a small group of market vegetable growers determining how to supply a farmers’ market or a
Guide to Organic Marketing and Trade How-to Publications
13
larger group of producers considering building a processing facility for their hogs. This publication looks at some of
the issues raised when farmers decide to work together. The book is focused on legal issues, yet it also looks at some
of the business fundamentals and marketing issues farmers need to think about as they approach a producer
marketing association.” [Summary]

104. Free-Range Poultry Production and Marketing: A Guide to Raising, Processing, and Marketing Premium
Quality Chicken, Turkey and Eggs, by Herman Beck Chenoweth. Revised edition.
Back Forty Books, undated.
Information/abstract only:
/>production.htm (accessed 12/12/07)
105. FoodMAP - Food Marketing and Processing.
North Central Initiative for Farm Profitability.
Full text (multiple documents):
(accessed 12/18/07)
Description: “A comprehensive clearinghouse of marketing and processing information on identifying new markets,
learning about alternative agriculture opportunities, locating processing equipment, understanding processing
requirements and ingredients and finding information on a large variety of other topics.” [Web site]

106. Fruit and Vegetable Marketing for Small-Scale and Part-Time Growers.
Pennsylvania State University, Cooperative Extension, 2000. 4p. (Agricultural Alternatives)
Full text:
(accessed
12/18/07)
107. Grazing Contracts for Livestock, by Tim Johnson.
ATTRA - National Sustainable Agriculture Information Service, 2005. 20p.(Livestock Business Guide.
Full text:
(accessed 12/12/07)
Description: “This publication discusses some of the issues involved with contract grazing, including various classes
of livestock, equipment, sample contracts, some of the economics to consider, and other resources available on the
subject.” [Summary]

108. Growing your Range Poultry Business: An Entrepreneur’s Toolbox, by Anne Fanatico and David Redhage.
ATTRA - National Sustainable Agriculture Information Service, 2002. 63p.
Full text:
(accessed 12/12/07)
Description: Includes enterprise budget and marketing information.
109. The Guide for Security Practices in Transporting Agricultural and Food Commodities.
U.S. Department of Agriculture, in partnership with Agricultural and Food Transporters Conference and Conference
of American Trucking Associations, 2004. 24p.
Full text:
(accessed 11/27/07)
Description: Includes general guidelines for drivers and for companies.
110. Market Farm Forms: Spreadsheet Templates for Planning and Organizing Information on Diversified

Market Farms, by Marcie Rosenzweig.
Author, 2001? Note: Software program; CD and book.
Information/abstract only:
/>farms.htm (accessed 1/17/08)
Description: “Computer spreadsheet templates for planning and organizing information on diversified market
farms.”
111. Market Farming Success: An Insider’s Guide to Market Gardening and Farming, by Lynn Byczynski.
Fairplain Publications, 2006. 138p.
Information/abstract only:
(accessed 12/18/07)
Description: Excerpts from chapter 9, “Where to Learn More,” online at />marketfarming9.html (accessed 12/18/07)
Organic Agricultural Products: Marketing and Trade Resources, Guide 3

14
112. Market Research Workbook, by John M. Arnos, Ellen Peirce and Henry H. Sineath.
University of Missouri Extension, Missouri Small Business Development Centers, 2002. 30p.
Full text:
(accessed 12/18/07)
113. Marketing Alternatives for Specialty Produce, by Larry Burt, Jim Kropf and Curt Moulton.
Oregon State University, 2000. Note: A Pacific Northwest Extension Publication.
Full text:
(accessed 12/18/07)
114. Marketing Options for Commercial Vegetable Growers, by Brent Rowell, Tim Woods and Jim Mansfield.
University of Kentucky Extension, undated. (ID-134)
Full text:

(accessed 12/18/07)
115. Marketing Strategies for Farmers and Ranchers. Revised edition.
Sustainable Agriculture Network (SAN), 2006. 20p. (Bulletin)
Full text:
(accessed 12/18/07)
116. New Generation Cooperatives: Case Studies: Expanded 2001, by Mary Holmes, Norman Walzer and
Christopher D. Merrett.
Illinois Institute for Rural Affairs, 2001. 216p.
Full text:
(accessed 12/18/07)
117. New Product Development - Mapping the Process.
Manitoba Agriculture and Food and Rural Initiatives, 2001.

Full text:
(accessed 12/18/07)
Description: Includes segments on market research, market segmentation, regulations, labeling, packaging and
financial management.
118. Recognize and Investigate Value-Added Opportunities and Constraints, by Sheila Knop and Russell
Tronstad.
University of Arizona, Department of Agricultural and Resource Economics, 2000.
Full text:
(accessed 12/18/07)
119. Rural Development – Library of Publications.
USDA, Rural Development, Business and Cooperative Programs.
Full text (multiple documents):

(accessed 2/21/08)
Description: Information focusing on cooperatives; access full text fact sheets, brochures, statistics, research reports
and more.
120. Sales Service, and Promotion for Successful Agricultural Ventures.
Center for Agriculture Development and Entrepreneurship (CADE) (Oneonta NY), 2003. 16p.
Full text:
(accessed 2/21/08)
121. Starting an Ag-Business? A Pre-Planning Guide, by Steve Richards.
Department of Applied Economics and Management, College of Agriculture and Life Sciences, Cornell University,
2004. 63p.(EB 2004-08.
Full text:
(accessed 12/18/07)

122. Steps to Ag Business Development.
Iowa State University Extension, Value Added Agriculture Program, 2005.
Full text:
(accessed
12/18/07)
Description: “Many resources are available for persons wishing to turn an idea into a business. However, those
resources are widely sown across a large field of public and private entities. This guide is intended to help the
entrepreneurial explorer find their way to the types of assistance best suited to their needs.” [Web site]
Guide to Organic Marketing and Trade How-to Publications
15
123. Supply Chain Basics: Niche Agricultural Marketing – The Logistics, by Tamara VanWechel, Kimberly
Vachal and Mark Berwick.

USDA, Agricultural Marketing Service (AMS), 2007. 24p.
Full text:

Description: Focus four case studies: “Moving Food-Grade Soybeans;” “Marketing Organic Potatoes;” “Marketing
Dehydrated Potatoes;” and “Marketing GMO-Tested Potato Products for Export.” A directory of resources for niche
product marketing, value-added, transportation and logistics, and transportation is included.
124. Supply Chain Basics: Technology – How Much – How Soon, by Gregory Grajewski and Gerald Berney.
USDA, Agricultural Marketing Service (AMS), 2007. 36p. (Agricultural Handbook, 728-1)
Full text:

Description: Definitions and guidance for getting started with barcodes, RFID (Radio Frequency IDentification),
UPC (Universal Product Code), the Global Data Synchronization Network and related technology/software.

125. Understanding Farmers’ Rights to Be Paid for Fruit and Vegetable Crops.
Farmers’ Legal Action Group, Inc., September 2007. 40p. Note: “Presented at a Workshop Hosted by The
Farmworker Association of Florida, Inc.”.
Full text:
(accessed 12/12/07)
Description: “Farmers’ rights to be paid for their fruit and vegetable crops have three primary sources: (a) the
farmers’ contracts with buyers, (b) state contract laws, and (c) the Perishable Agricultural Commodities Act.”
[Publisher’s summary]
126. Value-Added and Processing: Online Publications.
ATTRA - National Sustainable Agriculture Information Service, 2003-2007.
Full text (10 publications):
(accessed 12/12/07)

Description: Titles: Adding Value to Farm Products: An Overview; Grain Processing: Adding Value to Farm
Products; Oilseed Processing for Small-Scale Producers; Keys to Success in Value-Added Agriculture; Food
Dehydration Options; Soyfoods: Adding Value to Soybeans; Edamame: Vegetable Soybean; Sorghum Syrup; Value-
added Dairy Options; Adding Value through Sustainable Agriculture; Entrepreneurship: Overview and Resources.
Selected Crop/Enterprise Budgets
Enterprise budgets are an essential tool in the business planning and marketing process. The
following sources are representative budgets and are meant to serve as models. The do not reflect
current financial data.
127. Crop Rotational Budgets for Three Cropping Systems in the Northeastern United States.
Rutgers Cooperative Extension, 1999.
Full text:
(accessed 12/18/07)

Description: Budget categories: “Conventional Production Practices,” “Integrated Crop Management Production
Practices,” and “Organic Production Practices.” Budgets under “Organic Production Practices” include cabbage,
cauliflower, corn, cucumbers, dairy goat milk, apples, hay alfalfa, lettuce, pumpkin, soybeans, spring lamb,
tomatoes and onions. Site also incorporates an Interactive SmartForm for creating your own custom crop budget.
128. Enterprise Budgets and Production Costs for Organic Production, by Holly Born.
ATTRA - National Sustainable Agriculture Information Service, 2004. (Business and Marketing Resource List)
Full text:
(accessed 12/18/07)
Description: Guide to online budgets from a variety of U.S. sources in the following categories: “Transition to
Certfied Organic Budgets;” “Horticultural Crops: Vegetables;” “Horticultural Crops: Fruits and Nuts;” “Herbs;”
“Agronomic Crops;” and “Livestock.”
129. Farm Management Planning Guides.

North Dakota State University Extension, 2006.
Full text:
(accessed 12/18/07)
Description: The projected crop budgets for 2007 provide an estimate of revenues and costs for various production:
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
16
systems and crops: “No-Till Crop Budgets, Southwest North Dakota;” “Organic Crop Budgets, South Central ND;”
“Irrigated Crop Budgets, Eastern North Dakota;” “Irrigated Crop Budgets, Central North Dakota;” “Irrigated Crop
Budgets, Western North Dakota.”
130. Organic Apples - Okanagan Valley, Slender Spindle - 1210 Trees/Acre.
British Columbia Ministry of Agriculture, Food and Fisheries, 2001. (Planning for Profit.
Full text:

(accessed
12/18/07)
131. Organic Crop Production Enterprise Budgets.
Iowa State University Extension, 2006.
Full text:
(accessed 12/18/07)
132. Organic Enterprise Budgets.
British Columbia Ministry of Agriculture and Lands, 1996-2002.
Full text (multiple documents):
(accessed
12/18/07)
Description: Historical budgets (1996-2002) in 3 categories: “Certified Organic Versus Non-Organic Budgets” (14,

primarily cut flowers and herbs); “Transition to Certified Organic Budgets” (6, including dairy, fruit and
vegetables); and “Other Organic Budgets” (8, including layers and field crops).
133. Organic Farming Cost Studies, by Karen Klonsky and Laura Tourte.
University of California, Davis, Department of Agricultural and Resource Economics, 1992-2007.
Full text (multiple documents):
(accessed 12/18/07)
Description: Series of 24 studies of California organic production systems. Most recent titles: Organic Alfalfa Hay;
Organic Almonds - Sprinkler Irrigated, San Joaquin Valley North; Organic Walnuts - Sprinkler Irrigated, North
Coast and Organic Strawberries, Central Coast.
134. Organic Goldenseal Production Enterprise Budget, by Roger Sego.
Washington State University, 2001.
Full text:

(accessed 12/18/07)
Description: 1 Acre estimated Costs and Returns, as of 1/31/2001. “This budget represents the work of one
experienced grower only. It is not a budget that has been prepared by Washington State University.” [Web site]
135. Organic Pork Production: A Two-Litter Pasture Farrow-to-Finish Budget, by Jude M. Becker, Mark S.
Honeyman and James B. Kliebenstein.
Iowa State University, 1999?(ASL, R1679).
Full text:
(accessed 12/18/07)
136. Pathway to Organic for Producers: Organic Crop Budgets.
How to Go Organic; Organic Trade Association (OTA).
Full text (multiple documents):
(accessed 12/18/07)

Description: Links to online budget pages from a variety of sources.
137. Small Farms/Alternative Enterprises: Enterprise Budgets.
University of Florida; Institute of Food and Agricultural Sciences, 2007.
Full text:
(accessed 12/12/07)
Description: Includes 100 foot row budgets developed by University of Florida Extension staff for 18 vegetable
crops.
138. Small-Scale Egg Production (Organic and Nonorganic).
Pennsylvania State University, 1999. 6p. (Agricultural Alternatives)
Full text:
(accessed 12/18/07)
Guide to Organic Marketing and Trade How-to Publications

17
139. Transaction Cost Case Studies for Six Iowa Food Producers, by Clyde K. Walter and Randy Boeckenstedt.
Leopold Center for Sustainable Agriculture, 2007. 22p.(Center Project Code: M2006-02.
Full text:
(accessed 1/09/08)
Description: “The focus of the project was to illustrate, through six case studies, the transaction costs incurred by
Iowa-based food producers who distribute to in-state and regional markets. Two producers or producer groups were
selected from each of three product categories of meat, dairy, and fresh fruit or vegetables. Transaction costs, also
referred to as logistics costs, include cash payments and amortized costs associated with post-production handling,
packaging, storage, inventory carrying, and transportation functions.” [Introduction]
140. Using Organic Crop Budgets, by Craig Chase, Margaret Smith and Kathleen Delate.
Ag Marketing Resource Center, 2006.

Full text:
(accessed 1/09/08)
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
18
Index to Titles
Numbers refer to reference numbers in the text
The ABCs of Marketing to Restaurants 36
Adding Value through Environmental Marketing: Opportunities for Food Producers, Processors and Retailers 27
Adding Value through Sustainable Agriculture Entrepreneurship: Overview and Resources 90
Agricultural Business Planning Templates and Resources 91
Agricultural Marketing 92
Approaching Foodservice Establishments with Locally Grown Products 37

Auditing in the Food Industry - From Safety and Quality to Environmental and Other Audits 93
Behind the Label: A Guide for Retailers 28
Being the Shopper: Understanding the Buyer's Choice 94
Breaking into the Trade Game: A Small Business Guide to Exporting 81
Bringing Local Food to Local Institutions: A Resource Guide for Farm-to-School and Farm-to-Institution Programs
38
Building a Sustainable Business: A Guide to Developing a Business Plan for Farms and Rural Businesses 95
Business Basics for Alberta Food Processors 96
Business Development 97
Business Planning and Management: Online Publications 98
Certification and Labeling Considerations for Agricultural Producers 1
Certification Archives: Questions about Handling 2

Certification Archives: Questions about Labeling 3
Certification of Organic Foodstuffs in Developing Countries 82
Collaborative Marketing: A Roadmap and Resource Guide for Farmers 99
Community Foods 39
Considering Selling Value-Added Products at Shopping Malls: Not a Straightforward Issue 40
Crop Rotational Budgets for Three Cropping Systems in the Northeastern United States 127
The Crunch Lunch Manual: A Case Study of the Davis Joint Unified School District Farmers Market Salad Bar Pilot
Program and a Fiscal Analysis Model 41
CSA Resources for Farmers: Selected Books, Reports, Articles, Periodicals and Videos Focusing on the Business of
CSA Farming 42
Cyber-Help for Organic Farmers: Learning Marketing 4
Direct Farm Marketing and Tourism Handbook 43

Direct Marketing Options: Online Publications 44
Disaster Readiness and Recovery: Legal Considerations for Organic Farmers 100
E-Commerce for Farmers: Yes, You Can! 45
Emerging Agricultural Markets Team 5
Energy-Efficient Grass-Based Meat and Veal Production and Marketing Manual 101
Enterprise Budgets and Production Costs for Organic Production 128
Evaluate your Organic Grain Marketing Opportunities 6
Face to Face Farming and Eating: Personal Relationships in Alternative Food Systems 46
Fair Trade: A Beginner’s Guide 83
Farm Direct Marketing: Guide to Educational Resources 47
Farm Fresh: Direct Marketing Meats and Milk 48
Farm Management Planning Guides 129

Farm to Hospital: Supporting Local Agriculture and Improving Health Care 49
FARMDOC - Farm Decision Outreach Central 102
Farmer Resource Guide: Managing Risk Through Sales to Educational Institutions 50
The Farmer's Legal Guide to Producer Marketing Associations 103
Farmers and their Diversified Horticultural Marketing Strategies 51
Farmers’ Market Handbooks 52
Farmers Market Resource Guide 53
Farmers Markets and Small Farm Marketing Strategies Project: Case Studies 54
Farmers' Markets Rules, Regulations and Opportunities 55
Flower Farmer: An Organic Grower's Guide to Raising and Selling Cut Flowers 7
Guide to Organic Marketing and Trade How-to Publications
19

FoodMAP - Food Marketing and Processing 104
Free-range Poultry Production and Marketing: A Guide to Raising, Processing, and Marketing Premium Quality
Chicken, Turkey and Eggs 105
Fruit and Vegetable Marketing for Small-scale and Part-time Growers 106
Good Food, Good Business 8
Good Organic Retailing Practices Training Manual 29
Grazing Contracts for Livestock 107
Growing your Range Poultry Business: An Entrepreneur's Toolbox 108
The Guide for Security Practices in Transporting Agricultural and Food Commodities 109
Guidelines for Exporters of Cut Flowers to the European Market 84
Guidelines for Exporters of Fruit and Vegetables to the European Market 85
Guidelines for Exporters of Medicinal Herbs to the European Market 86

The Handbook of Organic and Fair Trade Food Marketing 87
Handbook of Organic Food Processing and Production 30
Herbal Harvest: Commercial Organic Production of Quality Dried Herbs 9
How to Direct-Market Farm Products on the Internet 56
How to Direct Market your Beef 57
If your Farm is Organic, Must it Be GMO-Free? Organic Farmers, Genetically Modified Organisms, and the Law
10
International Organic Inspection Manual 11
The Internet is a Farming Tool 58
The Key to Successful Direct Marketing: Use your Head! 12
Legal Guide for Farm Marketers 59
Linking Farms with Schools: A Guide to Understanding Farm-to-School Programs for Schools, Farmers and

Organizers 60
Managing the Liability and Risks of Farm Direct Marketing and Agritourism 61
Market Farm Forms: Spreadsheet Templates for Planning and Organizing Information on Diversified
Market Farms 110
Market Farming Success: An Insider's Guide to Market Gardening and Farming 111
Market Research Workbook 112
Marketing Alternatives for Specialty Produce 113
Marketing Fact Sheets 62
Marketing Manual and Web Directory for Organic Spices, Herbs and Essential Oils 88
Marketing on the Edge: A Marketing Guide for Progressive Farmers 63
Marketing Options for Commercial Vegetable Growers 114
Marketing Strategies for Farmers and Ranchers 115

Marketing to Independent Retailers 64
Marketing to Restaurants 65
Merchandising Organic Products 31
The National Organic Standards and Retailers 32
Natural Products Field Manual 33
The New Farmers' Market: Farm-Fresh Ideas to Make Market Sales Sizzle 66
New Generation Cooperatives: Case Studies: Expanded 2001 116
New Mexico Organic Producer Marketing Guide 13
New Product Development - Mapping the Process 117
Organic Apples - Okanagan Valley, Slender Spindle - 1210 Trees/acre 130
Organic Certification, Farm Production Planning, and Marketing 14
Organic Crop Production Enterprise Budgets 131

Organic Enterprise Budgets 132
The Organic Farmer’s Guide to Marketing and Community Relations 15
Organic Farming Compliance Handbook: A Resource Guide for Western Region Agricultural Professionals 17
Organic Farming Cost Studies 133
Organic Farming Practices: 2007 Insurance Fact Sheet 16
Organic Goldenseal Production Enterprise Budget 134
Organic Marketing and Economics 17
Organic Marketing and Labeling: Online Publications 18
Organic Agricultural Products: Marketing and Trade Resources, Guide 3
20
Organic Marketing Resources 19, 20
Organic Pork Production: A Two-litter Pasture Farrow-to-Finish Budget 135

Pathway to Organic for Processors: Marketing and Sales 34
Pathway to Organic for Producers: Marketing 21
Pathway to Organic for Producers: Organic Crop Budgets 136
Phil Foster Ranches: A Case Study of an Organic Vegetable Farm 22
Recognize and Investigate Value-Added Opportunities and Constraints 118
Retailing Organics: Your Gatekeeping Guide 35
Rural Development - Library of Publications 119
Safe Sell Dairy: Creative Ways to Sell Dairy Products Safely at Farmers' Markets 67
Sales Service, and Promotion for Successful Agricultural Ventures 120
Selling Certified Organic Produce to Retail Produce Markets in the Upper Midwest 23
Selling Directly to Restaurants and Retailers 68
Selling Local Food to Restaurants and Food Services: Why and How 69

Selling Produce to Restaurants: A Marketing Guide for Small Acreage Growers 70
Selling Strategies for Local Food Producers 71
Selling to Institutions: An Iowa Farmer’s Guide 72
Selling your Products Through Mail Order 73
Sharing the Harvest: A Citizen’s Guide to Community Supported Agriculture 74
Small Farms/Alternative Enterprises: Enterprise Budgets 137
Small Organic Farms and Local Markets: How to Assess Organic Compliance: A Tool for Market Growers, Market
Managers, Produce Buyers, Extension Agents, and Others 24
Small-Scale Egg Production (Organic and Nonorganic) 138
Some Thoughts on Selling at Markets 75
Starting an Ag-Business? A Pre-Planning Guide 121
Steps to Ag Business Development 122

Strategic Marketing Decisions for Organic Agricultural Producers 25
Successfully Direct Marketing Grass-based Meat: Lessons from Three Iowa Farm 76
Supply Chain Basics: Niche Agricultural Marketing - The Logistics 123
Supply Chain Basics: Technology - How Much–How Soon 124
Teaching Direct Marketing and Small Farm Viability: Resources for Instructors 77
Trading Opportunities for Organic Food Products from Developing Countries 89
Transaction Cost Case Studies for Six Iowa Food Producers 139
Understanding Farmers' Market Rules 78
Understanding Farmers' Rights to be Paid for Fruit and Vegetable Crops 125
Using Organic Crop Budgets 140
Value-Added and Processing: Online Publications 126
Veggie Farmers’ Marketing 101 26

Western Profiles of Innovative Agricultural Marketing: Examples from Direct Farm Marketing and Agri-Tourism
Enterprises 79
What is Farm to School? 80




Index to Authors
Numbers refer to reference numbers in the text
Arnos, John M. 112
Bachmann, Janet 38
Bailey, DeeVon 1

Baker, Brian 17
Bastian, Chris 1
Beck Chenoweth, Herman 105
Becker, Jude M. 135
Beery, Moira 49
Bellows, Barbara C. 38
Berney, Gerald 124
Berwick, Mark 123
Boeckenstedt, Randy 139
Born, Holly 19, 90, 91, 128
Bosch, Rebecca 15
Brillinger, Renata 41

Brown, Martha 77
Guide to Organic Marketing and Trade How-to Publications
21